To my agency owners: Are you teaching your producers how to prospect?

I'll tell you what, Michael, not a week goes by that I don't have a conversation with the sales director that says, Andy, my producers are great when we give them leads, they can't farm their own business.

It's prospecting is the hardest thing about sales.

And I think part of that, though, to your point, is are you teaching them how to farm their business or did you hire them with the expectation that they're just going to naturally know how to do that? Because my argument is most don't.

Agreed. Yeah, I would, I would agree. I think in our industry, I think, and I think it has changed. I hope it's changed. But so many times we just get thrown in. Our producers just get thrown into the fire. They just get from day one, they're like, here's a list, here's a phone. Make the calls, figure it out.